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Are you a sales person who believes people buy from you because they like you? Sure, that helps. But, people buy for all sorts of reasons. When people buy from you, it is most likely because you have enhanced the buyer-seller relationship.
To accomplish this, you have to take yourself – your experiences, opinions, etc. – out of the mix. Do your research about each key stakeholder, understand their past experiences, and get to know why they would want to invest their time, money and resources to disrupt their routines to make a change.
My latest video will show you how to shift your perspective from yourself to the buyer. That means focusing outcomes, agendas, questions, and engagements on the buyer and not yourself. Every interaction with the buyer should be all about them. Work with buyers who can truly benefit from your products and services. That’s how you build trusted relationships. They will have confidence that you have their best interests at heart – not your own.
Are you a buyer-focused sales professional? Or are you still pushing your products and services on buyers who don’t have a need and/or want to change?
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter